I recently read a load of PR related to a new book. It’s about how coach Pep Guardiola managed to sculpt the best ever football side from the collapsing ruins of a previous regime.
There’s an awful lot of comment about this online, so here’s the simple, major sales takeaway from his opening address to his new charges;
I’m not asking results of you, just performance
This is perhaps the fundamental difference I see between the quota-busters and the rest.
Work out what constitutes a proper ‘performance’, and the ‘results’ will look after themselves. These are the kinds of salesteam people love working for. When the emphasis is reversed, carnage ensues.
I also appreciate the team ethic promoted;
I could forgive you any mistake, but I won’t forgive you if you don’t give your heart and soul to Barcelona
Shades of Warren Buffett’s ‘lose us money, I’ll be understanding, lose us a shred of our reputation and I’ll be ruthless’.
How many people are making up the numbers, serving time, in salesteams you are involved with?